Sales

How To Make Sales Time More Productive

According to the highly respected sales consulting firm, Miller Heiman:
 
Only about 5 to 15 percent of the average salesperson’s work week is spent selling. (1)
 
Two ways to gain more productive sales time are by identifying higher quality prospects and spending less time entering sales data into your CRM system. Miller Heiman recommends assessing a prospect’s viability by their actions.

CRM: Sales and Marketing get hitched

With February 29th the traditional time for an unusual marriage proposal, we’ve got one of our own.

Many marketing specialists see themselves as the incisive, statistics-led brains of the operation and sales folk as the sometimes truculent operatives who won’t do as they’re told. Meanwhile, ask a salesperson for their opinion and they will tell you that they do the hard work which keeps a business alive, while marketers mainly play around doing fancy designs.

According to a new Nucleus Research report, adding social features and mobile access to CRM applications increased the productivity of sales people by 26.4 percent. Beyond productivity, social and mobile can help align CRM with broader corporate objectives.

If you haven't mastered these simple sales skills, you won't be able to sell at the highest level.

Based on experience, I have concluded that there are eight–and only eight–truly essential sales skills.  If you have these skills already, fantastic & if you don't, it's time to start filling in the gaps.

1. Researching Prospects

What’s YOUR “Strength of Sale?”

In a recent conversation with a sales executive at a global firm, he commented, “our biggest problem in sales is understanding, realistically, what the status of our sales opportunities actually are.

Exploring Impact and Growing the Sale

I was recently in a meeting with a Company Director, Director of Sales, and a Sales Operations Manager. When we began the conversation, I wanted to learn more about the sales challenges they were trying to overcome. I quickly learned that each person recognised the same challenge for their organisation, but believed that there were very different reasons for the problem!

Make these easy tweaks to your sales process to create a huge increase in sales revenue.
 

Do you want to sell more? Here are 12 simple actions that you can take today that will increase both revenue and profit.

One thing is for certain if you are tagged as the “Rainmaker” in your company you can count on your quota going up year over year!  

You can also count on your peers and leadership team looking over your every move to understand you’re DNA.  During this week’s blog I will focus on what I think makes up the DNA of a Sales Rainmaker and point out the tools that must be sprinkled in to keep the DNA in check.